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Coaching & Training

Help Your New Sales Managers Avoid “Star-Athlete Syndrome”

Managing a sales team is one of the most important positions in a company. Great sales managers have a profound impact o...

11 Mar 11

1 min read

By Norman Behar Read More

Coaching & Training

Money is Only One Way to Increase Sales Team Motivation

One of the primary functions of sales managers is to always keep the sales team motivation high. Of course, the easy ans...

3 Dec 10

1 min read

By David Jacoby Read More

Marketing

Sales & Marketing 2.0: A Lot More Than Just Technology

After spending two days attending the Sales 2.0 Conference in San Francisco, I was amazed at the number of companies (la...

10 Nov 10

1 min read

By David Jacoby Read More

Coaching & Training

Hire Effective Sales People By Looking for These Key Attributes

One of the most frequent questions I hear from sales leaders is what are the key attributes I should look for when I hir...

20 Oct 10

1 min read

By David Jacoby Read More

Coaching & Training

How to Overcome Sales Call Reluctance

Sales prospecting is one of the highest priorities for corporate sales teams. If current customers are buying less, new ...

28 Sep 10

1 min read

By Norman Behar Read More

Coaching & Training

The Sales Performance Indicators that Really Matter

In speaking with sales leaders, we often hear how they focus on results. After all, it is the sales results that drive g...

22 Sep 10

1 min read

By David Jacoby Read More

Coaching & Training

Sales Closing Techniques When Prospect Goes Silent

One of the primary frustrations every sales person experiences is when a prospect who appears to be interested in their ...

14 Sep 10

1 min read

By Norman Behar Read More

Coaching & Training

Why Accurate Sales Forecasts Are Difficult to Achieve

Despite all the labor companies put into their CRM systems, too often sales projections are not particularly accurate. S...

7 Sep 10

1 min read

By Norman Behar Read More

Coaching & Training

What Is the Importance of Confidence in Sales?

I was speaking with a senior sales leader and we were discussing the importance of confidence in sales. While confidence...

25 Aug 10

1 min read

By David Jacoby Read More